Area Sales Manager – Corporate

The role will be based in Gauteng and report to the Regional Sales Manager
The successful incumbent will need Corporate Retail Trade exposure and experience in Managing People/ Teams.

Minimum Requirements

  • Degree in management, business administration and/or marketing
  • Valid Code EB drivers license
  • 3 to 5 years’ experience in a marketing and sales function that includes coordinating sales teams and managing complex and/or significant customer relationships
  • FMCG experience is essential

Duties & Responsibilities

Sales Management

  • Develop and execute the area sales strategy as aligned to the regional strategy.
  • Generate leads regarding prospective contract opportunities and, together with the Regional sales Manager, drive deal closure.
  • Drive the area contribution to strategic and operational target achievement.
  • Contribute to accurate area sales (volume and product) forecasting and ensure alignment to and input into the regional and national planning processes.
  • Track area competitor activity and performance.
  • Develop, implement and manage area marketing objectives.
  • Drive horizontal and vertical growth opportunities.
  • Constantly analyze statistics regarding the number of sales made in a given time period, the resulting profits, and the need for new clients and products.
  • Coordinate sales team promotional activities across the area.

Customer Relationship Management

  • Maintain and expand the customer base by building and maintaining good relationships with key customers and recognising new customer opportunities.
  • Understand key customers’ operations and strategies as well as their requirements and trends.
  • Gather area market intelligence on national accounts and key regional accounts.
  • Manage and coordinate area resources in line with customer plans in order to achieve strategic objectives (call planners etc).
  • Ensure the customer service policy is rigidly implemented and maintained.
  • Resolve escalated customer queries and issues professionally and in the best interest of all parties.
CHECK OUT:  Cashier - West Rand Region

Supply Chain and Distribution Management

  • Address area stock availability issues with depots.
  • Oversee the area order taking process.

Budget Management

  • Drive the achievement of the area sales budgets in terms of volume.
  • Control area sales costs.

Area Team Management

  • Ensure the sales team creates demand pull.
  • Plan and schedule team training and monitor impact on performance.
  • Organize and direct the area team towards the achievement of its targets and together with the team, identify sales goals, create and implement strategies, and evaluate performance.
  • Accomplish area sales goals by orienting, instructing, assigning, scheduling, counselling and disciplining staff.
  • Address the job expectations of staff.
  • Plan, supervise, evaluate job contributions and provide regular feedback.
  • Manage staff leave and general time management issues in line with organizational deliverables and standards.
  • Ensure the accurate recording and maintenance of all employee information.
  • Manage delivery against talent management action plans.
  • Clarify roles and responsibilities for subordinates.
  • Complete skills and competency matrices for all subordinates.
  • Formulate/update job profiles for all subordinate jobs.
  • Coach and mentor subordinates and potential successors.
  • Develop and drive the training strategy.
  • Develop and drive progression and career paths for subordinate.

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